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Mike DamphousseMike
Damphousse

Green Leads' Founder, CEO and CMO, Mike Damphousse, writes frequently about b2b marketing, demand generation, appointment setting, lead gen, and marketing in general.


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Lead Generation Tips - Take 3 Hour Lunches

  
  
  

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea!

Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. The report details such information as the right time of day to call, the best day of the week, how the response time to a lead impacts conversion, etc.

It got me thinking. For many reps, unless territory comes into play, lead gen exists in a three-time-zone map. For years we've been able to sort our lists by time zone, but what if we could tune it even further and optimize the effectiveness our day using the MIT stats?

                    

Layer the times together and stagger them for time zone. Due to the East coast and West coast being predominant in our targeting, we tend to call 40% ET, 40% PT, and 20% CT/MT, so to simplify the discussion, I've just shown ET and PT. The timeline at the bottom is on Eastern time.

The chart shows that to maximize their production, East Coach-based reps targeting both coasts during the prime times for each time zone and assuming an 8-hour day, should be working from:

  • Target East Coast 8 am - 10 am
  • Target West Coast 11 am - 1 pm
  • Target East Coast 4 pm - 6 pm
  • Target West Coast 6 pm - 8 pm

For strategic planning purposes, this justifies bi-coastal teams. It also suggests a shift in activity during the day. Make the prime times the power-dial sessions, and make the lulls the time where research and other non-dialing activity is completed.

So the next time you run late returning from lunch, show this report to your boss and keep dialing.

More Lead Generation Tips.                    

Comments

Great post Mike. Timing is important in many aspects of lead generation and nuturing: when to follow-up, when to email, when to catch people at their desks, etc. I will reference your post at my blog: www.fusionmarketingpartners.com.b2bmarketing. 
 
Posted @ Wednesday, October 14, 2009 7:59 AM by Chris Ryan
Love this post, Mike. It really shows how to plan your calls based on location. I think if a business took their data and organized it by time zone, they could really make hay with it. 
 
Thanks for sharing it. 
 
Jeff Ogden, the Fearless Competitor and President 
Find New Customers 
Lead Generation Made Simple 
<a>www.findnewcustomers.net
Posted @ Tuesday, December 15, 2009 12:09 PM by Jeff Ogden
Some great statistics and insight. I must say I've always felt like I needed to take longer lunches. I guess I was just looking for a good reason. Thank you.
Posted @ Wednesday, December 30, 2009 8:23 AM by CJ Bowker
Mike, I have a copy of the same MIT study from insidesales.com. They specifically created the data to help increase the effectiveness of their auto and predictive dialing system.  
 
If you want a copy of the report, I can probably get it for you to review and post to your blog.  
 
Email me and I'll dig the report up. 
 
David Berry 
TXINSURANCEPRO
Posted @ Wednesday, December 30, 2009 9:59 AM by David Berry
Thanks David. I've got the study. It's great data.
Posted @ Wednesday, December 30, 2009 10:05 AM by Michael Damphousse
hi mike, 
 
how would this apply to the European and middle eastern markets? 
 
 
 
jinan
Posted @ Monday, February 01, 2010 3:46 AM by jinan
Similarly, but adjusted for local customs. The key points for hot dialing times are: first thing in the morning before meetings start, then last part of the day before people leave. You want to catch them when they are at their desks.
Posted @ Monday, February 01, 2010 8:59 AM by Michael Damphousse
Judging by the graph it looks like this study was conducted from the perspective of a single geographic location. Most likely the east coast. Are these statistics generated in their own prospective timezones, or are they generated from the perspective of a caller in one specific geographic location. 
 
It seems weird that west coasters do no answer the phone in the mornings, but they stay as late as 10pm at night and continue picking up the phone...
Posted @ Wednesday, June 16, 2010 11:44 AM by Daniel Gonzalez
Daniel, the chart is presented in ET, but the two color bars show prospect time, in ET and PT. 
 
Ideally, we would have reps dialing from 7ET to 10ET and serve all time zones.
Posted @ Wednesday, June 16, 2010 11:49 AM by Michael Damphousse
Just to get on the same page. If I'm a rep in California then I want to adjust the chart 3 hours back for it to be used correctly in planning out call times. Is that correct?
Posted @ Wednesday, June 16, 2010 11:55 AM by Daniel Gonzalez
Yes, you could re-label the X axis in PT. So change 7-8 to 10-11, and so on. Then you'll have a PT based chart.
Posted @ Wednesday, June 16, 2010 11:57 AM by Michael Damphousse
I can't give away all of our "trade secrets," obviously, but if anyone out there is interested in getting more details on the nuances of the data, feel free to contact me.  
 
@Mike--Dave Elkington just wandered by, mentioned that I should say "Hi" and that he enjoyed talking with you in Minneapolis.
Posted @ Thursday, June 24, 2010 11:17 AM by Steve Watts
Very nice stats, Hope they are also useful in the Netherlands. 
 
Tricycle Telemarketing en Callcenter. 
Amsterdam
Posted @ Thursday, November 04, 2010 4:26 AM by Telemarketing
Good points Mike. Definitely some info that can be used to increase productivity and time management. Thanks for sharing.  
@BrettRelander
Posted @ Thursday, March 24, 2011 2:11 PM by Brett Relander
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Posted @ Monday, February 13, 2012 1:43 AM by newcircle
Relevant! 
 
So can we drill down a little? I'm asking:  
 
When you say 'top of the hour..', etc. Are you saying that window between meetings exists primarily in the early mornings? 
 
Or in general? And what time do you consider early morning? 7am - 10? 
 
Thanks
Posted @ Wednesday, December 11, 2013 2:13 PM by corry green
Typical US business kicks off 7:45-9:00 for most professionals. Can't peg it better than that, so the early hours are in that window.
Posted @ Thursday, December 12, 2013 12:37 PM by Mike Damphousse
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